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Objectives Understand the need for preparation. Appreciate the importance of give and take. Make and obtain concessions. Discover the other side's strengths and weaknesses. Make deadlines work. Cope with and use psychological pressure. Course Content The Process of Negotiation: the value of negotiating how negotiating differs from selling when selling stops and negotiating begins. How to Plan the Strategy: targets - your bottom line and optimum aim tactics and objectives planned concessions the limits of both parties' power establishing the climate pursuing a 'win-win' outcome retaining flexibility. The Negotiation: understanding the other side's needs and motivation interpersonal skills and body language presenting your case opening bids and offers dealing with objections and rejections how to avoid deadlock or how to make deadlock work for you give and take - the skills of negotiation the importance of summarising bargaining dealing with intimidating tactics. Clinching the Deal: going for commitment how to close developing a long-term relationship and preparing the climate for future negotiations. Telephone Negotiation: voice and personality projection using silence controlling the call how to implement the negotiating process using the telephone. Action Plan: participants plan and discuss what they will do on return to work.

Objectives Understand the need for preparation. Appreciate the importance of give and take. Make and obtain concessions. Discover the other side's strengths and weaknesses. Make deadlines work. Cope with and use psychological pressure. Course Content The Process of Negotiation: the value of negotiating how negotiating differs from selling when selling stops and negotiating begins. How to Plan the...

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